Business Aviation Magazine - Issue 5 Spring 2018

SPRING 2018

Business Aviation Magazine

Entrepreneur
Extraordinaire

BRAD HARRIS
FOUNDER AND CEO
DALLAS JET INTERNATIONAL

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LETTER FROM THE EDITOR

SPRING 2018 IMore than another false dawn?n one very important respect this issue of BAM was a surprise for me.
From the fall of Lehman Brothers till now I have simply not heard the
Business Aviation Magazine people interviewed for any edition express so much optimism about the
market. There appears to be a near universal consensus that hindsight will
Entrepreneur show us that the middle of 2017 was the bottom of the market and that
Extraordinaire we’re now on the upswing, with good times just around the corner.
Of course, having said this, people invariably add: “That is, unless we get
BRAD HARRIS some game changing incident!” If there is one thing we have all learned in the years
FOUNDER AND CEO since the 2008 crash, it is that we seem to be in a phase where global confidence can
DALLAS JET INTERNATIONAL be shredded all too easily by major disruptive events – things that economists like to
call “external shocks”. However, having respectfully tipped a hat in the direction of
www.bizavltd.com dark disruption, let us put that thought aside and focus on the positives.

Munir Raja Pre-owned inventories are shrinking week by week. The “plum” pre-owned
CHAIRMAN bargains, young, low-cycle wide-body aircraft, are vanishing fast. Brokers can put
their hands on their hearts and tell their clients, “Look Bob, Burt, George, Betty,
Max Raja there’s never been a better moment to jump in and buy an aircraft” – after checking,
PUBLISHER & CEO of course, that the client has the wherewithal to be comfortable with such a purchase.
Anthony Harrington
EDITORIAL DIRECTOR There is no shortage of funders willing to provide financing for clients in good
Harris Khan standing and – the icing on the cake – the OEMs have a mouth-watering array of new
SVP SALES & MARKETING models they have either just released or are shortly to release onto the market. These
Noel Barton are all good signals.
CREATIVE DIRECTOR
Jane Stanbury There are one or two known headwinds that will have to be borne. The US Federal
GLOBAL LUXURY CORRESPONDENT Reserve has started raising rates, making borrowing more expensive as it worries
about the US economy overheating at some point. And no one knows quite what
• kind of negative impact President Trump’s enthusiasm for introducing trade tariffs
w w w. bi z av lt d . c o m and igniting trade wars, will have over the coming months and years. Plus, European
politics looks as wobbly as ever, and markets are swinging back and forth between
• corrections and fresh all-time highs.
For all enquiries,
please contact Max Raja As always, it all comes down to being sensible and focusing on controlling the
at [email protected] things that are within your power to control. At BAM we are already planning for our
or on +44 (0)7939 557 814 / legendary After Parties at EBACE and MEBAA and we’re delighted with the strength
+44 (0)203 865 3736 of this, our first edition in 2018. So, it only remains to hope that all our readers find
Printed in the UK by Premier Print Group 2018 to be their best year ever and to say we hope to see as many of you as possible
Distributed by Asendia very soon at EBACE.

ANTHONY HARRINGTON

BizAv Media Ltd is the holding company. Business Aviation Magazine, Max Raja Promotions,
BAM Roundtable and Goldtree VIP are all subsidiaries of BizAv Media Ltd.
BizAv Media Ltd. Copyright: © 2018. All rights reserved.

1

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SHAPING BUSINESS AVIATION FOR 20 YEARS

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SHAPING BUSINESS AVIATION FOR 20 YEARS

DESIGN MATERIALS VISUALISATION BRANDING

DESIGN MATERIALS VISUALISATION BRANDING

GRAPHICS GRAPHICS

SURFACING SURFACING

ENGINEERING ENGINEERING

PROTOTYPES PROTOTYPES

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CONTENTS

S PR05I2N0 1G8

8 Entrepreneur 14 42
Extraordinaire
34 58 Island paradise
Brad Harris, CEO of Dallas Jet
International on the state of 46 Travelling in style Richard Smith, Director,
the market Cayman Islands CAA, on what
Gareth Evans, Head of Sales makes the Cayman Islands
14 Upwards at last and Marketing at Aeronexus, attractive as a registry.
on the group VIP and sports/
Brian Proctor, President and entertainer charter market 62 Inspirational Caribbean
CEO Mente Group looks
forward to firmer pricing in the 50 Another tank of gas Jane Stanbury on Jamaica’s
pre-owned fleet Round House
Mark Amor, vice president,
18 The Leading Edge World Fuel Services, on WFS’s 66 Africa rising
latest partnering venture with
Joe Carfagna Jr., President, XLR’s FBO network Jane Stanbury talks to
of Leading Edge Aviation Rady Fahmy, Executive Director
Solutions (LEAS), talks to 53 Building a portfolio of the African Business
Anthony Harrington Aviation Association
Chris Beer, Director of XLR
22 What’s next? Executive Jet Centres, part 70 Tailor made
of the Rigby Group on FBO
Sergio Aguirre, President strategies Eric Roth, President,
and General Manager, Gogo International Jet Interiors on
Business Aviation talks about why custom design beats off-
the company’s recent advances the-peg every time
in connectivity technology
74 Let the better
26 All that glitters… times roll

Julie Voisin, Global Product Jay Mesinger, President and
Manager, Sherwin-Williams CEO of Mesinger Jet Sales on
Aerospace Coatings talks about the upturn in jet sales
the latest colour offerings
76 Strong foundations
30 Teamwork
Janine Iannarelli, Founder
Sami Simola, Manager of and President, Par Avion, on
Business Flights FBO and forging a career and business
Head of Apron Services at as a jet broker
Finavia Corporation on private
jets in Finland 78 Advising the elite

34 Private/public success Don Dwyer, managing partner,
Guardian Jet, on building a
Alexandria Colindres, Business leading position with HNWIs
Development Director at the and Fortune 500s
Registry of Aruba talks to BAM

38 Movie time

Reed Macdonald, CEO, FDS
Avionics Corp. on building a
world class IFE portfolio

42 Sky’s the limit

Adel Mardini, President and
CEO, Jetex Flight Support, on
expansion moves

6

LETTER FROM THE EDITOR

PROFILE … BRAD HARRIS … DALLAS JET INTERNATIONAL

Entrepreneur

Extraordinaire

Brad Harris, Founder, President and CEO,
Dallas Jet International

AH: Brad, how did you get into the aviation industry? AH: So, what career choices drove you to become Founder
BH: I dedicated my first three and a half years of college
of Dallas Jet International?
to me becoming an architect. However, I discovered that BH: I have always had an entrepreneurial spirit. After
architecture did not motivate me and I had a passion
for flying aircraft so, I changed my major and gained a resigning from International Paper, I started and ran an
Bachelor of Science degree in Professional Aviation and aircraft leasing and management company. In addition,
Airway Science. From there, I earned a Masters Degree in I was building custom spec homes, subdivisions and I
Industrial and Organizational Psychology, which I believe owned 50% of a barbeque restaurant. I really enjoyed
has contributed quite well to the overall success of Dallas entrepreneurial ventures. I got into these things just
Jet International. After graduating, I started my career as a for the fun of it. Then, I realized I couldn’t really do six
corporate pilot with International Paper. I started flying a things at once and do everything well, so I went back
Citation II and then moved into a Falcon 50. Throughout and focused on aviation, aircraft sales, management and
my career, I have accumulated ten different aircraft type leasing. In 2002, I moved to Dallas, bringing with me
ratings ranging from the Gulfstream G550 down to a some ten years of entrepreneurial experience in buying,
Beechjet King Air 300, including the Hawker, Challenger, selling and leasing aircraft. In the same year, I formed
Citation, Falcon and the prestigious Lockheed Jet Star II. Dallas Jet International to buy, sell and broker aircraft
full-time.

8

PROFILE … BRAD HARRIS … DALLAS JET INTERNATIONAL

“ I really enjoyed
entrepreneurial ventures.
I got into these things just
for the fun of it. Then, I
realized I couldn’t really
do six things at once and
do everything well, so I
went back and focused
on aviation, aircraft sales,
management and leasing.
In 2002, I moved to Dallas,
bringing with me some ten
years of entrepreneurial
experience...

9

PROFILE … BRAD HARRIS … DALLAS JET INTERNATIONAL

AH: What was your very rst aircra
inventory deal?

BH: The first aircraft I purchased for inventory
was in 1997. I was 28 years old and the bank
loaned me the money to buy and sell a Cheyenne
II. I bought it for $550,000 and sold it four
months later for $665,000. In my entire career, I
have never had an investor; it has either been my
own money or bank financing. I worked very hard
from the age of 22 to 25 to generate enough net
worth that the bank would loan me money and
that is how I got things off the ground. Today, I
will buy up to six aircraft a year as a dealer. In
2017, I owned five aircraft at one time, which
was pretty nerve-wracking, and there were many
nights when I did not sleep! Thankfully, all five
aircraft have sold and I was fortunate to be able to
turn a good profit as a dealer.
AH: What type of clients does Dallas Jet
International represent?

BH: Dallas Jet International serves a multitude
of clients, ranging from high net worth individuals
to Fortune 500 Corporations, families and small-
to-mid size corporations. Last year my firm
conducted 34 aircraft transactions with a true mix
between high net worth individuals and corporate
clients.

“ Dallas Jet International serves a multitude of
clients, ranging from high net worth individuals
to Fortune 500 Corporations, families and
small-to-mid size corporations.

10

PROFILE … BRAD HARRIS … DALLAS JET INTERNATIONAL

If I had to guess at the split, and maintenance experts
I would say probably 40% who have lived and breathed
are HNW individuals/ aircra from a young age.
corporations and 30% are
small capital and mid-size AH: Is there anything that
capital companies. We do sets you apart from other
probably 60% of our deals brokers in the industry?
in large cabin aircra , 30%
of our deals in mid-cabin BH: What most people do
aircra and 10% of our deals in light jets/turboprops. What is not know about me is that
unique about Dallas Jet International is that we do not specialize I have an extensive background in commercial property
in one aircra type; we cover the eld. We will help a client buy a and casualty insurance. At one time, over a three-year
Gulfstream G650 or a King Air, and everything in-between. period I was President of a property and casualty third-
party claims administration company, which managed $275
When I started Dallas Jet International, I wanted to be an million in annual premiums and had 412 employees over 18
operational broker not a book broker. I made it a point to states. I grew the company 90% the first year. Ultimately,
keep a current pilot’s license in a variety of aircra . For the the company sold in 2008 but I continue to hold a current
last 13 years, I have not been actively ying, but prior to that insurance licence and Dallas Jet International maintains a
I would y a couple times a month to keep my pilots license substantial aviation insurance book of business. Since I have
current. It paid o . When a client calls to inquire about the this insurance experience, I am able to guide our clients in
operational costs of a G450 and a Falcon 2000, because I have their aviation insurance needs.
managed and own both, I know the operating costs and the
operational and maintenance issues that are associated with AH: How would you characterize your relationship and
that aircra type. I can tell you what the ight characteristics Dallas Jet International’s relationship with the OEMs?
are and what they cost without having to look it up. is
knowledge is speci cally part of the value that Dallas Jet BH: Dallas Jet International will sell four or five new
International brings while conducting aircra transactions for aircraft a year. The OEMs see us as complementary to what
our customers. Our rm’s producers and brokers are pilots they are doing since we help them transact more aircraft
each year. I feel fortunate to have a successful business
relationship and personal relationship with several OEM

Client base

• Affluent Individuals Corporations from Around the Globe • Chief Pilots
• Entrepreneurs • First-Time Aircraft Buyers • Aircraft Management Companies
• Publicly Held Corporations from • Fractional Aircraft Owners • Charter Companies
• Aircraft Charter Clients • Maintenance Directors
Around the Globe • Aviation Department Executives • Aircraft Lenders
• Large, Mid & Small Sized

11

PROFILE … BRAD HARRIS … DALLAS JET INTERNATIONAL

CEOs and OEM top VPs. I am one of about 19 members on kinds of relationships are only available to the top brokers in
Bombardier’s Presidents Advisory Board. I was one of about the industry and they can be very signi cant while negotiating
50 broker-dealers at the Gulfstream Key Players event last deals for our clients. is is not something that brokers who
year. In 2017, I was invited and attended Dassault’s Aviation sell one or two aircra a year are going to have going for them.
Professional’s Conference event and Embraer’s Industry
Collaborator’s Summit event. With these type of significant AH: ere is a world of di erence between the in-depth
relationships we can make things happen and we can put
deals together that would not be possible otherwise. As the service that an operation like yours provides and the
owner and founder of Dallas Jet International, I take pride in
the notable reputation my firm has established over the last kind of “jump-at-the-chance” service you get from a
16 years. I am passionate about aviation and I look forward
to what the future has in store for us. broker who’s just trying to get his one deal of the year

AH: How useful has the fractional jet market been for past the post.
BH: Definitely. One of the things we do is operational
you by way of giving people a taste for ying private
oversight. We help banks, for example, on repossessed
and perhaps leading them towards ownership? aircraft and lease return aircraft. We will make sure that the
BH: It has played and continues to play very well for us aircraft is well maintained, the aircraft has all its necessary
checks completed and the aircraft is run according to what
as a generator of transactions in both directions. Disposals the manufacturer requires for long-term storage. A lot of
are just as important for us as acquisitions. I have had four brokers would not want to take this on, but it is an ancillary
transactions in the last year that have involved owners who service that we provide for our customers. And of course, we
have sold their businesses and therefore do not expect to be will help the bank sell the aircraft and get it off their books.
flying as much. They do not want the stress of dealing with Banks do not want to be stuck with a repossessed aircraft.
aircraft maintenance, management companies and pilots,
and are quite happy to pay the fractional fee and use the jet AH: What do you think the typical purchase-to-
as and when they require it. I had one owner say to me that
since he sold his business, he expects to fly 75 hours a year upgrade cycle is now on a pre-owned aircra ?
instead of the 250 hours a year he had been flying; and that BH: Before 2008/2009, it was a three to four year cycle.
type of usage adjustment suits the fractional ownership style.
Since the crash of 2008 the cycle has moved out steadily
AH: You must be a good source of business for them then? to where it is more like a five to seven year cycle. I think
BH: Absolutely. I have an extremely healthy relationship that with the new depreciation tax laws introduced by the
present Administration, the cycle will start to come back
with the fractional players. Last year, for the rst time in again. Soon, we could very well start seeing owners and
Flexjet put together a Key Players Summit event. ey corporations going back to holding aircraft for no more than
called and personally invited me and a handful of other three years before moving on to their next acquisition. This
key brokers/dealers in the industry. ey picked
me up on a Legacy 500 and ew me back on is mostly due to the new U.S. tax law, which allows an
a Gulfstream 450. I was truly honoured owner to depreciate 100% of a new or pre-owned aircraft
to be a part of their rst summit and
it really was a great event. ese in year one. The industry as a whole is a net gainer
from the transaction and it helps jobs across
the sector. So, in my view the new tax laws
constitute a great win-win for business
aviation and ultimately for the U.S.
and world economy. |BAM

12

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PROFILE … BRIAN PROCTOR … MENTE GROUP

Upwards at last?

Profile: Brian Proctor, President and CEO, Mente Group,
based in Dallas, Texas looks forward to firmer markets

AH: How was 2017 for Mente Group and what are your said, we are already seeing some people start to shift to new
expectations for the year ahead? aircraft and that will be great for the OEMs.

BP: That’s a big question! In 2017, last year in February This is anecdotal, but it is illustrative. We have a client right
at CJI, we did not know it yet, but the market had already now who contacted us about buying a pre-owned G280 and
started turning. I think we are now well past the bottom. that market has just two aircraft available in the world and
For example, in terms of units, we see that in the G550 pre- neither suits his criteria. So, we have shifted to a new search
owned market, twelve months ago there were 29 aircraft for looking at new Challenger 300s and G280s. This is a clear
sale. As we sit here today at the end of January, there are just instance of where the OEMs are benefitting from the lack of
16 pre-owned G550s available for sale. inventory in the pre-owned market.

In the Challenger 300 market there were 39 aircraft available, We are helping him through the comparatives between
today there are 22. So, we have seen a massive amount of new and pre-owned. He was looking around the $16 - $17
tightening in the pre-owned category. We still haven’t seen a million ballpark and now that we are a new buyer, we will be
corresponding price increase across the board, though some somewhere in the $19 - $20 million mark. With that, his out
models are now increasing. of pocket will be greater, but, with new tax laws in the US, he
should be net-neutral.
AH: So the falling price of pre-owned aircra is
slowing? AH: What do you think is driving this shi in the market?
BP: I believe there are two components to this. The tax
BP: It has flattened, and I believe that the next iteration of
aircraft coming onto the pre-owned market will be at a slight changes in the US are creating a significant amount of free
premium to today’s asking price. Our estimate is that some cash flow, and this has happened at a stroke of the pen –
time during the third quarter of 2018 we are going to see plus a lot of lobbying! The President is definitely unlocking
price increases, assuming that nothing happens to upset the things. We are already seeing the implications in the market
market – no “game changers”! of more cash being available.

AH: So, we could be looking at a very fortunate And in Europe, we can’t ignore what is going on with the
conjunction, with new models coming onto the market dollar relative to the euro. A $20 million dollar airplane
from the OEMs at the same time as the pre-owned today is 15% cheaper for a European buyer than it was a year
market is shrinking. at should be good for new ago. Which is nice, obviously.
purchases since there will be fewer, really attractive,
pre-owned alternatives. Now there is typically a lag between a price drop and sales. We
have done a lot of statistical studies which graph the dollar’s
BP: The OEMs are probably in a very fortunate position, value against a basket of world currencies, versus sales, and the
because the timing of what is happening in the pre-owned correlation between sales volumes increasing and signi cant
market will help them with their new models. However, with falls in the dollar value are about 80%, which is very strong.
most of the new model entrants, the OEMs’ order books have
not been as successful so far, as they would have hoped. That

14

PROFILE … BRIAN PROCTOR … MENTE GROUP

“ In Europe, we can’t ignore
what is going on with the
dollar relative to the euro.
A $20 million dollar airplane
today is 15% cheaper for a
European buyer than it was
a year ago. Which is nice,
obviously.

15

PROFILE … BRIAN PROCTOR … MENTE GROUP

“ What makes our firm different is that we do a
lot more advisory work than most brokers.

As the dollar weakens relative to this basket of currencies, have ve or ten times the value of the aircra available
over a period of time we see an influx of new buyers coming
in. We are looking to trade that relationship right now. My to them either as cash or credit?
guess is that around the third quarter of this year, as I said BP: What makes our firm different is that we do a lot
earlier, you will see sales picking up.
more advisory work than most brokers. So our consulting
AH: You must be loving this, because now, for the practice will be engaged to do a feasibility study or a fleet
rst time in a long while, you can say to a prospective planning study, and during that process we lay out the cost of
ownership versus fractional, versus jet cards, versus charter.
buyer, don’t dawdle, the price will go up while you’re Very seldom do we ask, what does your cash flow look like,
dithering. or how much are you worth? The decision is theirs to make
when they have all the facts.
BP: My first slide in my CJI presentation says: “There has
never been a better time to buy”. It is going to get much more e thing is, these decisions are very personal. I have a client
expensive, and part of that will be driven by what happens who is worth more than $10 billion and he refuses to buy an
to the dollar. If it drifts to 1.30 euros to the dollar from aircra . I have another client whose net worth is probably under
the current 1.23 euros, that will make the aircraft 10% less $50 million and he is looking for a Citation to buy. People make
expensive for a European buyer. So again, this makes now a value judgements and it is impossible to call. I don’t tell people
great time to buy if you are in Europe. how to spend their money. We simply frame for them what it is
going to cost and then let them make the decision.
Shifting out of fractional or charter into pre-owned or new
today makes a lot more financial sense than it has for a If I get a sense though that someone is overreaching, going
decade. for too big a stretch, I will recommend charter for a few
years more. Don’t overspend yourself on an aircraft. Let your
AH: Is there a rule of thumb for how much disposable business grow a bit more. As my Grandmother used to say,
net worth you should have in order to buy a jet at a “don’t ever buy something that will change your life if you
certain price. For example, do you look for someone to lose it!” |BAM

16

PROFILE … BRIAN PROCTOR … MENTE GROUP

[email protected] | +44 (0)203 435 6858 | goldtreevip.com

17

PROFILE … LEADING EDGE AVIATION SOLUTIONS

The Leading Edge

Joe Carfagna, President, of New Jersey based
Leading Edge Aviation Solutions (LEAS), talks to Anthony Harrington

Ibelieve your father was in the business before you, AH: Much has changed in the industry during those
Joe, so this must really be in your blood
JC: Absolutely. My father was in the business right three decades. But one of the constants amid all that
from the dawn of business aviation. In 1968 He was
asked by Bill Lear to sell the revolutionary new Lear 24’s change will be the length of time that it takes to bring
and 25’s in the New York area. Following that he was
a founder of one of the first management companies, an aircra transaction to a successful conclusion.
Executive Air Fleet, which grew to approximately 120 JC: Very true. Aircraft acquisitions and disposals tend to
aircraft under management and ultimately became part of Jet
Aviation in the mid 80’s. In1988 he formed Wings Aviation, involve very lengthy sales cycles, due in no small part to the
Int’l, an aircraft brokerage firm which is a predecessor degree of planning and analysis that needs to be put in at
company of Leading Edge. So, you could say that I was born the start of these deals. We follow the market and its trends
into business aviation and the aircraft brokerage business. constantly. We carefully assess our clients’ needs and desires
and perform the research necessary to confirm or address
AH: When did you join him in the business? those perceived needs and accomplish their goals whether
JC: I came in shortly a er completing my bachelor’s degree for a buyer or a seller.

in business administration in 1994 and began in market We have developed a proprietary analytic tool that puts
research and sales support--an excellent training ground for my market values in perspective. The latest industry intelligence
progression to aircra sales. We had some partnership changes is a critical part but blending and evaluating all the
in the business around 2004, and Leading Edge Aviation information from multiple sources is the key. What this
Solutions was the result. It has been our name and brand ever means for a buyer or seller is accurate valuation information
since – though, as I say, our pedigree goes back to 1988. for each aircraft being considered for purchase or for sale.
This tool would point out, as a hypothetical example, the
$20M aircraft that’s worth $22M or the one for $19M that
may be worth only $18M.

18

PROFILE … LEADING EDGE AVIATION SOLUTIONS

We believe a broker’s #1 job is to try to prevent a client from AH: I take it that you are also involved in new aircra
making mistakes. Having good industry intelligence and accurate sales as well as pre-owned. Are you seeing new aircra
market valuations are just two of the many factors involved in sales picking up?
keeping a client informed. An educated client will be prepared to
make good decisions. In fact, we have discouraged some clients JC: We certainly handle the purchase of new aircraft for
that are rst time buyers from acquiring an aircra if we saw a er our clients and always have done so. The relative proportions
initial analysis it was not feasible for them to do so. of new versus pre-owned transactions varies from year to
year. Of course, for the last five or so years, the softness in
AH: How would you characterise the market for aircra the pre-owned market has created so many great bargains
purchases today? that clients have been more interested in pre-owned rather
than new aircraft.
JC: I think there is a very strong possibility that we will
look back on mid 2017 as the point in time when the market AH: Where do you see the greatest demand right now?
turned for the better after nine very soft years. One of the JC: Demand is strongest for late model, large cabin
key signs of this, from my perspective, is that we transacted
as many aircraft deals in the second half of 2017 as we did aircraft with very little air time. However, these aircraft are in
in the entire preceding year. During 2015 and 2016 values very short supply. It will be interesting to compare the price
were plummeting, and it was tough times for both owners of pre-owned aircraft in this category coming to market two
and brokers. months from now as against today’s prices. I think the next
sixty days could be critical in showing us where the market
However, I think 2018 will be a strong year for transactions, is going.
and I think it will stay strong until there is a real shortage of
pre-owned aircraft. AH: Let’s talk a bit about the services that LEAS o ers.
JC: We have a very deep suite of services that we provide

“ We carefully assess our clients’ needs
and desires and perform the research
necessary to confirm or address those
perceived needs and accomplish their
goals whether for a buyer or a seller.”

19

PROFILE … LEADING EDGE AVIATION SOLUTIONS

to clients which we brand as THE EDGE. This includes AH: How do you keep the relationship going long term,
the planning and consultancy services, technical services,
aircraft acquisition and brokerage. since your part of the cycle is very much at the front

We are about providing 100 per cent satisfaction for the end, with the purchase, and then, three to ve years
client with a very high level of communication and customer
service, and this means ensuring that all the options are later, with the disposal and upgrade. What keeps you in
explored and analysed before the transaction begins. We
want to be sure that an aircraft purchase is both feasible and their minds during the interim?
right for a client. Is a purchase the right way forward, when JC: at is a great point and it is one that we are very keen
compared to all the other options for private flight. When
we perform acquisitions, I like to refer to ourselves as “The to address. We have devised a new service for our clients
Aircraft Psychologists”. Asking clients “why do you feel that will provide added value for the client and will help us
that way?” about their predisposed opinions before coming to stay connected with them. is is a program that o ers the
to us is a great way to provide a professional opinion and client cost valuations and operational analyses on their aircra
add real value. through the life of the aircra . We will be o ering this service
shortly through our exclusive collaborative arrangement with
I would always rather challenge a decision to buy so that we ARGUS, a worldwide leader in specialized aviation services.
can be sure that the client is going to be happy with the deal In addition, ARGUS will o er discounts to Leading Edge
both when it is first accomplished and in the following years. clients on their audit services and certain other products. We
call this program THE EDGE - Bene ts Program.
And with regard to technical services, we have a full-time
director of maintenance services on staff. We oversee Three other key industry companies are participating in
pre-purchase inspections, supervise pre-owned aircraft THE EDGE - Benefits Program as well. Discounts for
maintenance and refurbishment, and perform on-site Leading Edge Aviation Solutions clients are available with
aircraft evaluations. In addition, to ensure the highest FlightSafety International for their Passenger Emergency
manufacturing quality and cabin interior completion, we can Training course and Initial Crew Emergency Training
monitor an owner’s newly acquired aircraft as it transitions course and with MedAire for their Travel Risk Management
through the manufacturing process. Program and In-Flight Illness and Injury Training Program
as well as medical kits. Marsh Insurance can offer Leading
Excellent, responsive and trustworthy service builds Edge clients an in-depth audit of their aviation policies with
customer satisfaction. We have a very strong network of high a full report as well as access to an insurance program that
net worth individuals and corporate clients, particularly in aggressively competes with large fleet plans.
the New York metropolitan area, and the endorsements that
our clients provide are an extremely valuable source of new AH: What are the company’s current plans for
business for us.
the future?
JC: To sharpen the saw every day. More can be better, but we

would rather focus on the idea that being better is better. I will
put our personalized service up against anyone’s in the industry,
and we wish to continue to nd ways to improve upon it, and to
build and keep that base of satis ed clients. |BAM

20

PROFILE … LEADING EDGE AVIATION SOLUTIONS

HELSINKI AIRPORT

BUSINESS FLIGHT CENTER FBO

WORLD IN A DIFFERENT Excellent location for technical stops
E and crew changes in all seasons
AY •
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VIA HELSINKI • FI
• SEE TH Helsinki Airport Business Flight Center offers high quality services
NTER • VIA HELSINKI for private airlines and operators. We are specialized in business jet
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handling requests.

FBO services provided 24 hrs Passenger lounge
VIP lounge
Arrival and departure slot bookings Crew lounge
Hangar arrangements
NAVIA CE Hotel and transportation reservations
BUSINESS FLIGHT

www.helsinkiairport.fi

FINAVIA BUSINESS FLIGHT CENTER

Terminal Address: Liikelentotie 8, 01530 Vantaa

Tel. +358 20 708 2780 On the way.
Mobile +358 40 722 0834
Polar Aviation Aircraft Maintenance For you.
Fax +358 20 708 2799
business.efhk@finavia.fi Whether you are flying from East or West, we are on the way between you
and your destination.

Helsinki Airport offers a centrally located secure and neutral base for you
and your aircrafts.

We have a 30-strong team of engineers with decades of maintenance
experience ready to take care of your turboprop, private jet or even airliner.
Our efficient and reliable 24/7 service guarantees safe and smooth
operation of your aircraft. Minimal turn around times with unmatched
attention to detail in flight safety issues will keep you on your wings and on
the way to your next destination.

We offer maintenance and hangar services for your aircraft. Our quick
response AOG Go team is ready to travel wherever you need assistance.

maintenance@polaraviation.fi | polaraviation.fi

+358 20 1612 600 (24h)

PROFILE … GOGO BUSINESS AVIATION

What’s next?

Today’s inflight connectivity systems and networks are evolving quickly

G ogo Business Aviation’s Sergio Aguirre, President and
General Manager, talks about recent advancements in
connectivity technology available today, and what lies
ahead for systems and networks serving business aviation.
Q: Numerous service providers are talking about new
technology – whether that’s the systems on board,
satellite or air-to-ground networks or IoT capabilities for
aviation. What sets you apart and what do you see down the road?

A: Access to our advanced networks is critical, dating back to 1997
when the FCC authorized our predecessor company (Aircell) to launch
our first-generation analog cellular network that allowed people to
put communications onboard aircraft. Today, Gogo serves all of civil
aviation with the most advanced satellite-based network in terms
of speed, capacity and ability to grow. In 2017 we announced our Ku
satellite service that leverages the same network but is specifically
designed to serve business aviation. And in North America, we’re
deploying our next-generation air-to-ground network, which will bring
data transmission speeds unheard of in aviation.
Q: How do you gauge customer expectations in such a rapidly
evolving area?

A: We work closely with our customers to try to stay ahead of
their needs. That’s critical to our success. The reality is that the IFEC
technologies we have delivered in the past have been market disruptors.
Q: To put a ner point on the subject, what is the essence of the
value proposition you deliver to your customers?

A: Gogo democratizes in-flight digital entertainment and
connectivity, and we do it more cost-effectively than our competitors

22

PROFILE … GOGO BUSINESS AVIATION

because of Gogo’s scale. Our business model is based on
developing products and services that address the entire IFEC
market, not just the highest-margin niches. By providing
seamless, high-speed connectivity to all aircraft, no matter
its size or where it flies, we are able to introduce products and
services at a much more reasonable cost to pilot/operators,
fleet operators and corporate flight departments.

It’s interesting because success isn’t always about whether a
service is technically feasible. Even if you have the technology,
you need to be able to build a business case around it, and
many of our competitors haven’t been able to balance both
sides of that equation. That’s part of our secret sauce.

Q: Last year you introduced a new platform-based
approach to delivering broadband connectivity
products and services for aviation. What’s special about
Gogo’s new platform?

A: You’re talking about Gogo AVANCE – it’s probably
the most exciting development at Gogo, and I believe the
marketplace has not yet recognized its full significance.
Gogo AVANCE is a new software-based platform and is
the heart of our comprehensive IFEC and Smart Cabin
solutions (SCS).

Gogo AVANCE enables aircraft owners and operators to add
features and functions without taking aircraft out of service
to change black boxes and re-certify equipment—a huge time
and money saver. The platform provides the flexibility to
create customized systems that address customers’ individual
needs, including creating a unique passenger experience,
and that experience can be changed without anyone needing
to board the plane and touch the hardware. It’s a huge
advancement, and there are no limits on the features that
can be added as connectivity technology continues to evolve,
since the platform is scalable. Also, partners with whom we
have worked with in the past, such as The Weather Company/
IBM and flight-support technology providers like Rockwell
Collins, will be able to use the platform to offer services that
are highly desirable to flight departments and pilots alike.

Q: What is your vision for the connected aircra ?
A: It’s hard to imagine a part of aviation that the connected

aircraft doesn’t affect. Gogo has data analytics built into all of
its boxes so we can proactively notify customers and support

23

PROFILE … GOGO BUSINESS AVIATION

teams when those electronics need attention. The Internet of future needs, but that’s not the case. e trend in consumer
Things makes such connectivity possible. In the near future, electronics is toward future so ware applications that will take
all aircraft avionics, structures, engines and other major your traditional smartphone from a two-dimensional world to
systems will be similarly connected. Aircraft maintenance a three-dimensional holograph-type world. Facebook, Google
currently is done on a per-flight-hour or per-landing basis, and Microso are working on technologies that will create a
which is very expensive. All of those functions will convert virtual reality within a reality, as in an airplane cabin, and that
to an on-demand system so that aircraft maintenance shops, is what you will start seeing with 100 Mbps. Gogo’s role will
for example, won’t have to remove wing flaps until bushings be to continue to provide the networks and platforms to make
actually need to be replaced. The end result is that the way such a cabin experience possible.
aircraft are maintained is going to become more efficient,
safer and less expensive. Q: How much are you striving for disruptive

Q: Based on Gogo’s technology road map, what can innovations versus incremental advances in technology?
A: We’re all about disruptive. It’s in our DNA. It always
private aviation users expect in terms of the cabin
has been and always will be. I’m talking about innovations
experience in, say, ve years? that make broadband, high-speed connectivity more
A: We’re at the point where connected devices can affordable for travelers flying in everything from a twin-
engine turboprop, like the King Air, to an A380 superjumbo
exchange data at a rate of 100 megabits per second (Mbps). I jet. We expect our Ku satellite service to be that kind of
would like to say we’ve reached the nirvana and that level of market disrupter on a global scale. |BAM
data transmission will be adequate to meet all of customers’

24

profile … Gogo Business Aviation

ONE STOP

REGISTRY

PROFILE … SHERWIN WILLIAMS

All that glitters…

Julie Voisin, Global Product Manager, Sherwin-Williams Aerospace Coatings talks about
the company’s latest colour offerings to help designers realise the dreams of owners

In 2016 Sherwin Williams introduced its fast-drying basecoat
paint technology, known as the SKYscapes General Aviation
Basecoat 855 series. As Julie Voisin, Global Product Manager,
Sherwin-Williams Aerospace Coatings, explained at the time,
the company drew on demand for faster-drying paint in its
automobile coatings division to create a new product for small,
private jets.
The goal was to help paint shops shave days or even weeks off complex
paint schemes for aircraft. In so doing the paint shop would find itself
with more slots available to take on additional projects from customers
and everyone would benefit.
This year, in 2018, Sherwin-Williams has introduced yet another
breakthrough product in its clearcoat range, this time aimed at mid-
range sized jets.

“ We saw a real market niche for an
intermediate drying time clearcoat
product that you apply after the
basecoat, and which protects the aircraft.

26

PROFILE … SHERWIN WILLIAMS

Q: Julie, what can you tell us about this new product? range, which we plan on releasing this year, will add to the
A: The introduction of our fast-drying product in 2016 options available for paint shops.

gave us two main clearcoat product ranges for general Q: You have also, I believe, already introduced a new
aviation, a fast-drying product that was well suited to light product aimed at creating “sparkle” over a colour coat?
jets and a slow drying, traditional product that was great
for large aircraft like BBJs and ACJs. We saw a real need for A: Yes indeed. Our new product here is the SKYscapes
an intermediate product, CM0855CC3 SKYscapes General Shimmer coat. If you have, for example, a design for an aircra
Aviation Clearcoat, that would be more suited to painting exterior paint job that is based on three colours, say, red, blue
larger airframes, with longer wet-edge times and great and white, and you would like to add a shimmer or sparkle to
product buffing characteristics. the design, you can overpaint the whole aircra with one of our
two Shimmer coats. I say two, because there are two options
So, we saw a real market niche for an intermediate drying here. One is a prismatic sparkle, SH200415, which works by
time clearcoat product that you apply after the basecoat, and refracting light, so you get a whole, rainbow like array of e ect
which protects the aircraft. The introduction of this new depending on how the light is striking each of the tiny points

· Flight Planning
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27

PROFILE … SHERWIN WILLIAMS

in the paint. e other is a silver sparkle, SH 200401 which Q: Have you had any actual projects yet that used your
gives a more constant shimmer to the whole design.
new Shimmer coat?
e key thing here is that this is not a particularly expensive A: We have done a couple of different projects with it
addition and it is a very thin coating that goes on a er the colours
have been applied to the aircra and before the clearcoat. already. One of the most interesting was that we had a client
with a BBJ that had a very fascinating and complex design
It also works well if the aircraft paint work needs to be on the tail of the aircraft. The client decided to have the
touched up or a chip in the paint needs to be repaired. You Shimmer coat put over the entire tail to enhance the visual
can restore a repaired area to the same degree of sparkle on impact, and it looked absolutely tremendous. We have also
the rest of the aircraft, so it is a very durable and serviceable had some smaller business jets where the client has opted to
product that is very straightforward to apply. We are getting have the entire aircraft given a Shimmer coat. So it has gone
a very good reaction to it from the designer community and really well so far and we have every confidence it is going to
from paint shops. prove to be a sought-after product. |BAM

Q: How do you get word out to the top designers when
you introduce a new paint product like this

A: For SKYscapes Shimmer we created a transparent
sample that you can place over our existing colour card
and see immediately the kind of effect that you are going
to achieve on the actual aircraft. We are also creating a
new colour selection tool that we will be offering out to the
community, and this has some examples in it as well.

On our trade show booths we have a large section of an
aircraft, some six foot by eight foot which we did a rainbow
colour scheme on and put the Shimmer coat over half of it.
This showed very clearly that applying the Shimmer coat
does not dull the colours underneath, and we are getting a
tremendous response to this product.

“ It is a very durable and serviceable product that is very
straightforward to apply. We are getting a very good reaction to
it from the designer community and from paint shops.

28

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PROFILE … FINAVIA

credit: Visit Finland - Thomas Kast

Teamwork Q: What are the levels of private jet ight movements
through Finavia’s airports so far in 2018? Are you
Sami Simola, Manager of Business Flights seeing an improvement over the opening months of
FBO and Head of Apron Services at Finavia 2017? What are your expectations for the year?
Corporation, based at Helskinki Airport, talks
about Finland’s facilities for private jets A: 2018 has been OK so far. We have seen some small
increase in movements but nothing spectacular. 2017 was
much the same, though in 2017 we benefitted from having
some special charters. These helped to make 2017 a little
bit better than the previous year. As for the year ahead, we
anticipate some further small increases in aircraft movements
throughout the year, but we do not foresee any big leaps.

However, the Football World Cup being hosted by Russia
may bring some business as Helsinki is very near to St.
Petersburg, which one of the host cities of the World Cup.

Q: Do you have any insight into the major reasons
generating private jet tra c through your facilities?

A: Clearly, the location of Helsinki has a role to play here,
as does the fact that the airport is open 24hrs a day and is a

30

PROFILE … FINAVIA

CATIII airport. The quality of the service here is excellent
and these points all help. Another key factor is that Helsinki
also has good connections, since commercial airlines fly
from here to over 130 destinations, which helps enormously
for factors like crew swaps. Finavia is also able to provide
technical support for most aircraft types via our partners,
Jetflite and Polar Aviation. It is worth mentioning too, that
fuel prices in Helsinki are very competitive.

Q: What can you tell us about the ground handling and
FBO services that Finavia provides?

A: We provide full credit services to all our customers.
Our basic fees include a range of added value services, for
example, carrying out hotel and transportation bookings
and coordinating catering orders. For passengers and crew
we have free lounges where they can wait in comfort in case
of delays. Of course, one of our strengths is that we always
endeavour to expedite boarding. Using our facility, it is only
a 40 metre walk from your car to the aircraft!

On top of this, we have very good third party arrangements
with very professional service providers here at Helsinki. We

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PROFILE … FINAVIA

can arrange hangars, maintenance and other services from Q: What is your sense of how Finavia’s standing,
our partners. brand and reputation are developing? What are the
challenges?
Q: What about specialty catering?
A: The quality of Finnish food is great. The Finnish A: Finavia is seeing a very exciting surge in passenger
visits. For example, Lapland airports are seeing a continual
environment is fresh and clean and our waters are among increase and the tourist trade is really picking up. Helsinki
the purest in the world. If I need to pick one speciality Airport itself had over 19,000,000 passengers last year
that our customers should try it would be hot smoked and Business Flight Center also saw a record number of
salmon. Everybody knows cold smoked salmon, but hot passengers and operations. The Finavia name and brand is,
smoked salmon is absolutely tasty and you can eat it as a in my opinion, now very well known across the industry.
hot meal with potatoes. Cold, of course, it goes well with
fresh salad. The main challenge we have at the airport is probably aircraft
parking and hangar space in general. We are constantly
Q: Is Helsinki a slots airport or can a pilot radio in for seeking solutions to be able to provide more hangar space to
landing rights when they are just an hour or so out? our customers.

A: All Finnish airports, including Helsinki, require Q: Do you have a feel for whether the number of private
some information prior to departure from origin. Of jets based in Finland is increasing or decreasing?
course, handling requests are required at least a day
in advance in order to ensure all services are on hand. A: ere is no doubt that the lack of space is holding down
However, Helsinki can handle ad hoc -flights with very a potential increase in aircra numbers. If we can solve the
short notice. Helsinki requires slots, but there are plenty problem I am con dent that we would see more jets based at
slots available for every hour. Helsinki. We have had more than a few enquiries already. |BAM

credit: Visit Finland - Vastavalo, Soili Jussila

32

profile … Finavia
[email protected]

PROFILE … THE REGISTRY OF ARUBA

Private/Public Success

Alexandria Colindres, Business Development Director at the Registry of Aruba

talks about the demands on a modern registry
T here are just two public/private partnerships in the
world, as far as aircraft registries are concerned, Both registries can claim a number of “firsts” and their
namely, The Registry of Aruba and the San Marino business model, based on a global cadre of highly experienced
Aircraft Registry. Both Registries come under the inspectors flying out to wherever the aircraft in question
same holding company, Aviation Registry Group is located, has proved immensely attractive to clients and
(ARG), run by the Colindres family. prospective clients.

The concept of a private/public partnership for Q: Alexandria, you have been involved with the Registry
aircraft registries was initiated by Jorge Colindres, present
CEO and Chairman of both the Aruba and San Marino of Aruba for much of your life, one way and another.
Registries. The basic concept is that the Ministry of Transport
in the country concerned retains ultimate ownership, with When did you take up your present position?
their respective Civil Aviation Authorities (CAAs) holding A: I began to manage the Registry of Aruba jointly with
regulatory control. The Ministry of Transport then contracts
out the daily administrative work of the registry to the my father about a year and a half ago. I manage all the day
private side of the partnership, leaving Colindres and his to day operations and he does the key client relationship
team free to innovate and to bring forward new services to building, so we work very much as a combined team.
meet emerging market demand.
Q: What were you doing prior to taking up your present
e Registry of Aruba was established in 1995, and the San
Marino Aircra Registry in 2012. e latter is run by Jorge position?
Colindres’ eldest son, David as President. e Aruba Registry A: Before that, I was involved largely with liaison work
is managed jointly by Colindres and his daughter, Alexandria.
with the aviation sector in Aruba. I spent three years liaising
between our office and the Aruba DCA, which gave me a
very good overall view of what was entailed in managing the
Registry and of the day to day workings. However, since I
have spent virtually my entire life with my father coming to
the Registry, growing up I developed a pretty good idea of

34

PROFILE … THE REGISTRY OF ARUBA

what it was all about. Knowing it from the outside, however, CAA which we regard as setting the benchmark for all other
is not the same as being personally involved, and getting to CAAs. This world-wide network makes it much easier, faster,
know the customers and how we relate to the DCA. and more cost effective for clients. Our inspectors are able to
easily access clients, wherever they are based in the world,
Q: What, exactly, is the DCA’s role in all of this? to get their aircraft inspected and approved for registration.
A: As the private entity part of the partnership, we cannot
We also helped the Aruba DCA to revamp what was quite an
register an aircra or hold the regulatory control. at can elderly and dated rule set when we took over management
only be done, per ICAO, by a state agency. Our role is to of the Registry, in 1995, and are continuously assisting in
prepare all the documentation required for the DCA to updating the regulations to meet the latest ICAO standards.
complete the registration, which means making sure that all
the necessary steps and documentation have been completed In addition, in 2014 the DCA waived the requirement of
and are submitted satisfactorily. In addition, we bring the establishing an Aruban company to registry your aircraft.
client to the Registry, we do all the marketing and set up the
registration process, then we transfer it to the DCA’s o ce Now the DCA accepts foreign companies to register an
where they review and approve what we have done and issue aircraft; aircraft owners, lessor, and operators are only
all the certi cates. We continually liaise with the DCA to required to complete a one-page application from, which
ensure that all the registration burden is handle by our o ce allows them to register their aircraft via domicile using their
and our customer receives a streamlined and e cient service. foreign company.

Q: What would you say are the major improvements Q: What are some of the major trends going forward?
A: ere is a huge trend right now in owners and operators
that the private/public partnership has brought to
applying for Air Operator Certi cates (AOC). e market we
Aruba? are in means that everyone is trying to make savings wherever
A: Undoubtedly the whole operation is a lot more dynamic they can, so even owners who are not at present interested in
chartering their aircra , are leaning towards getting an AOC
and fast moving now, as well as being a lot more innovative. to help subsidise the cost of owning an aircra .
You do not get much innovation from state owned Registries.
One of the big changes we have made, dating back to 2013, Interestingly we saw Saudi Arabia making it more or less
was to recognise that the growth in capacity on the Registry mandatory for aircraft owners to apply for an AOC or to put
meant that it was not viable to carry on solely with Aruba- their aircraft under management with an operator who can
based inspectors. So, we assembled a world-wide team of
designated, Registry of Aruba inspectors, drawn from the
ranks of leading CAAs around the world, especially the UK

35

PROFILE … THE REGISTRY OF ARUBA

add their aircraft to its AOC. In large part, this is because as much as we can to inspire younger women coming into the
Saudi Arabia has had a historic problem with grey charters. industry to aspire to senior roles.
Mandating an AOC puts an end to that practice.
I am always very pleased to see how the industry has emerged
Also, through the implementation of Part-NCC by EASA; to become more supportive of women, however, there is
small private operators are finding it increasing more obviously room to improve matters still further.
difficult to keep up with heightened regulatory standards
and are choosing to follow commercial operations instead Interestingly, the Asian business aviation market has more
for the added benefits. women in high powered positions than you will find in either
Europe or the US. That is a cultural dynamic that we would
So, we are now seeing a lot of enquiries about how to operate do well to study and it is even more surprising because of the
and obtain your Aruban AOC. weaker position of women in many Asian countries.

Another trend that I am very interested in is the current I think particularly of Sino Jet CEO and founder Jenny Lau,
focus on women in aviation. There is a real awareness in whom I much admire. She is still in her early thirties and is a
the industry that we need more women role models in tremendous role model for younger women in the industry.
the sector. She has done admirable work highlighting the challenges of
business aviation in Asia and was appointed the chairman of
There are just not enough of us in senior positions in the AsBAA in 2017, the first chairwoman to lead AsBAA since its
industry and those of us who have these positions need to do foundation back in 2000. |BAM

36

profile … The Registry of Aruba

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PROFILE … FDS AVIONICS CORP

Taking the living
room to the aircraft

Reed Macdonald, CEO, FDS Avionics Corp. on building

a world class IFE portfolio and a “top ten” tech company

Q: How did FDS Avionics start? Wireless Media Streamer and EDGE Series High Definition
A: FDS Avionics was founded in 2000 and has been going (HD) displays. The aim was to create an aircraft cabin
experience that rivals what passengers would expect to see
for some 18 years now. The prior owners founded it to take in their own living rooms or offices, and I think we have
a moving map to market for small business jets, and it has succeeded in this – certainly, the market response suggests
grown steadily from those beginnings. I led a buyout of the that we have.
company in 2014, with the backing of a group of investors I
knew, primarily high net worth individuals. Q: What is it that your media server does that is new or
di erent?
We felt that it was a great platform for innovation and for
developing a further portfolio of products. It was an excellent A: Apart from the quality, which is excellent, the really
opportunity and a good base to build from. ere were key difference is that you do not need to sign up your aircraft
things I wanted to do with the company. I saw that with more for an expensive satellite subscription, with an in-aircraft or
investment and with some aggressive hiring of talent we could on-aircraft satellite antennae system in order to enjoy the
put together a range of new products and technologies to take do CAPSULE server. This makes it absolutely right for light
to market. jets and helicopters as well as for mid-size aircraft. It is in
huge demand, for example, in Embraer Phenom 100 and 300
Q: So what do things look like four years on? aircraft and is a perfect addition to the new HondaJet. We
A: Today, we have repositioned and rebranded the have many installations in various generations of King Airs,
Citations and CJs as well.
company with a great new lineup of products. We had a very
exciting NBAA 2017, and it was particularly gratifying that One of the major advantages of our system is that it is very
Avionics Magazine selected us as a “Top Ten Technology small and lightweight by comparison with other IFE servers
Supplier” at the show. That recognition was inspired by on the market, and is fully certi ed by the FAA.
our 3D moving map that integrates into our do CAPSULE

38

PROFILE … FDS AVIONICS CORP.

39

PROFILE … FDS AVIONICS CORP

Q: So, without satellite communications, how do you Q: And how is demand for your moving map product
holding up?
populate the server with content?
A: There are two 1TB removable hard drives in the do A: We are proud to be able to give the customer a best in
class 2D or 3D moving map as well as a great IFE solution. It
CAPSULE, so the user can upload their favourite movies, TV is important to note that our 3D system is a true 3D system.
shows or sports events prior to a flight. There are also USB It allows the user to explore the terrain they are flying over.
connections on the server to share content brought on board We also have a feature called “Glass Cabin™” that allows you
via thumb drives or external hard drives. Passengers can to see through the walls and floor of the aircraft while you
stream content to their own devices from the server, either are flying. You can see the terrain below despite darkness or
wirelessly or to a bulkhead display. Another approach is to heavy cloud and it is accurately rendered.
sign up for a monthly subscription service with us and we
will provide a drive pre-loaded with the latest movies and TV Also, we can pull real-time information o the cockpit systems
shows that is fully licensed content (“DRM compliant”) from to provide the moving map with all the data that people love,
Hollywood. We send the drives out to subscribers with three such as estimated time of arrival, distance covered, airspeed,
months’ worth of content on a rolling basis. Each month new and so on.
content becomes available for subscribers to view. The key
point though is that we do not need any connectivity on the We are nding that owners of older, larger cabin jets are also
aircraft for our IFE solution to deliver a first class viewing or interested as this is an ideal way for them to upgrade the user
listening experience. experience without having to pay a fortune for a new, ATG
or satellite-based IFEC system. It adds substantially to the
One of the unique things about our offering is that our attractiveness and the resale value of a pre-owned aircra
wireless server is fully tested and certified by Hollywood when it comes already equipped with a relatively low-cost,
studios to play high definition (“HD”) Hollywood content. state of the art IFE system and moving map.
It is very much the backbone of our IFE cabin solutions,
and is focused on improving and enhancing the passenger Q: How are you taking this to market, globally?
experience. It has been available on the market now for two A: We have a well established world-wide network of
years and we have built up a tremendous client base in the
light and mid-range jet segments. We also have a growing hundreds of dealers, many of which are all listed on our
number of charter fleet operators who have standardized on website. Customers can buy direct from those dealers and
the product. have the system installed by their favourite installer, or we
can recommend an installer for them. Basically, it is a simple
system to install correctly, and any competent shop can do
it for you.

Q: You also have rugged display technology. How does
this t in?

A: We have been providing rugged displays for the
military and for special mission aircraft for many years. We
take the lessons learned from these extreme environments
and it enables us to deliver a very robust and reliable solution
when it comes to our business jet product lineup. |BAM

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PROFILE … FDS AVIONICS CORP.

PROFILE … JETEX

The sky’s the limit

Adel Mardini, President and CEO Jetex Flight Support talks to Anthony Harrington
about the company’s plans

AH: Let us talk rst of all about Jetex’s recent expansion AH: What is the infrastructure like in Oman for
initiatives
business aviation?
AM: The last announcement we made, about Oman, sees AM: Muscat and Salalah have more than 4,000 general
us expanding into a region that is very key for us. We are
the first ever FBO operator in Oman and this heralds a new aviation flights a year, which is nice. The infrastructure and
era for Omani business aviation. We have agreed with the investment that Oman is making right now will offer great
Oman Airports Management Company that we will develop support to business aviation. The new airport that Muscat is
two new FBOs at Muscat International Airport and Salalah building will be complete in 2018. It is a commercial airport,
International Airport. Both destinations are really important but it will be very supportive of general aviation. With this
for our clients. expansion of the airport comes space for general aviation,
so it has all come together very well for us – a parallel to the
We were chosen based on strict criteria concerning quality DWC airport in Dubai.
and our commitment to hospitality and customer service, as
we aim to boost the level of VIP services at both airports. AH: Do you see business aviation being squeezed
This is in line with the Oman Airports Authority’s plans to
achieve its strategic goal of being one of the top 20 airports over time as Omani commercial air traffic
in the world by 2020.
increases?
For our part, we are particularly pleased and proud that the AM: It could happen, of course, but the point is that
government in Oman has put its faith and trust in us. It is a
real privilege for us and we are looking forward to delivering right now, with Oman extending the airport heavily, there is
high quality services and establishing ourselves as the right plenty of space for business aviation. And the government
partner there. there is very welcoming towards business aviation. They
want business people coming to Oman, of course they do.
Business aviation is an essential tool for global commerce
and deal making, which in turn requires structures
favourable to private jets.

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PROFILE … JETEX

“ We are particularly pleased and
proud that the government in
Oman has put its faith and trust
in us. It is a real privilege for us
and we are looking forward to
delivering high quality services
and establishing ourselves as the
right partner there.

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PROFILE … JETEX

“ I have an architect partner that I will turn to.
They are here in Dubai and they designed our
FBO here, the quality of which is clear to see.

It is not just about how many flight movements you have in 40% of the country’s traffic went through Marrakesh. It is a
business aviation. It is also very much about the high-net- great leisure destination. There are not too many commercial
worth individuals who will use these facilities to come to airlines flying to Marrakesh, which is why we see a great
Oman to explore business opportunities. window of opportunity for Jetex and general aviation there.

AH: Will you be building the Oman FBO on the same I am anticipating up to 10 per cent year-on-year growth in
lavish scale that you have here in Dubai at Al Maktoum Marrakesh. The government there is going for expansion.
International Airport?
AH: And Dubai itself? We see the scale of the vision
AM: We will build our FBOs in Salalah and Oman, scaling with the commitment to Dubai South, which is a
them to the size of the flight movements that we anticipate. project on a tremendous scale. Do you see it becoming
Regardless of scale, we promise that we will be delivering an more cosmopolitan?
FBO that is fully up to the Jetex standard.
AM: Dubai is a city for business, quintessentially. The
AH: Do you use a local rm of architects when you government in Dubai has to balance the conservative core
build around the world or do you have your own rm of the city with the modernity that comes with being an
that you prefer? international centre of commerce and finance. Personally I
love Dubai very much.
AM: I have an architect partner that I will turn to. They
are here in Dubai and they designed our FBO here, the AH: You announced your new hangar. Is that a big deal
quality of which is clear to see. for Jetex?

They are also building the FBO for us in Marrakesh. We AM: It is a very big deal for us. It is the first hangar we
decided to invest heavily in Marrakesh so that will be a very have built inside the company. We are not looking to do MRO
grand FBO. There were 4,000 movements in Marrakesh ourselves with our new hangar, but will outsource and are
alone last year, which is extremely impressive. With 11,000 in discussions with a couple of established MRO companies
movements for the whole of Morocco, that means almost about this. |BAM

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PROFILE … JETEX

| ONE TEAM | ONE MISSION | ONE VISION |

Cayman Islands Aircraft Registry - Your Registry of Choice

Tel: +1 345 949 7811 | Fax: +1 345 949 0761 | Email: [email protected] | Web: www.caacayman.com

Civil Aviation Authority of the Cayman Islands, Unit 2 Grand Harbour, PO Box 10277, Grand Cayman, Cayman Islands, KY1-1003

45

PROFILE … AERONEXUS

Travelling in style

Gareth Evans, Head of Sales and Marketing at Aeronexus,
on the group VIP and sports/entertainer charter market

46

PROFILE … AERONEXUS

AH: Gareth, explain Aeronexus to us if you would… entertainers. We flew England down to and back from Brazil
GE: The company was formed in 2002, which gives us for the 2014 World Cup. That Tournament also saw us flyr the
Dutch and French national teams. We have seen many music
a lengthy pedigree. It was formed by the current owners, and film artists using our charter service, plus government
based in Johannesburg, in order to provide VIP charter officials and prime ministers. We have also operated many
services to presidents, heads of state and high net worth round the world cruises, which is a very popular thing these
individuals. They started off the operation with Boeing 727s days.
and continued in that way till 2010, when they purchased
two 767-200 ERs. One of them had 240 seats and the other AH: What generates business for you, apart from word-
was one of the ex-Silver-Jet aircraft out of Luton. of-mouth referrals from past clients?

When Silver-Jet went into administration Aeronexus bought GE: Around 98 per cent or more of our business comes
one of their aircraft and that aircraft was put into service in from brokers and the relationships I have built up with them
South Africa. However South Africa had already slipped into over thirty years. My son, James, who is the Commercial
a major decline, beginning somewhere around 2009, with Operations Manager here, has been in the business for 20
the Rand plummeting in value. So in 2011, we met with the years. There are various specialist brokers around the market
owners and we decided to bring the aircraft to Europe, which that deal with governments, or bands, or round the world
we did in 2012. We based the former Silver-Jet aircraft in the trips, or HNWIs, and we work closely with all of them.
UK, out of Manston airport in Kent.
What is interesting for us is that another rich seam of business
AH: How did things go? that is untouched is the executive jet operators’ client base.
GE: Very nicely. Our very first flight out of the UK was to They are the folks that we would really like to reach out to.

fly Chelsea from Newcastle to the Club World Championship A great example of this is that one of the more memorable
Cup Final in Tokyo in November 2012. The former Silver- high net worth flights we did was for an extremely wealthy
Jet aircraft, was fitted with100 lie-flat seats. At the same man who decided to take 90 of his family and friends, on
time we sold the other aircraft to a company in the US who the day after Boxing Day in 2014, down to San Martin in the
wanted the aircraft for its engines, basically. The directors of Caribbean. He had hired a Sea Dream yacht for his exclusive
Aeronexus decided then that the future for the company lay use. They sailed around the Caribbean for ten days. We flew
in VIP group charters in Europe. to Barbados and sat there for ten days, then we flew them all
home again. That deal came through the operator who ran
We flew that aircraft until the summer of 2015 and during the executive jets that he used regularly from their base in
that time we carried many different customers, ranging from Switzerland.
international sports teams, premiership football teams and

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PROFILE … AERONEXUS

Another example was a family in the US who wanted to So we invested and bought outright a Boeing 767-300ER,
charter us for a function in Buenos Aires, We flew empty which has a 14 hour flight range with 96 people on board.
from the UK and picked up 30 passengers from the West The seat pitch we put in was 73 inches, which is the same
Coast of the USA, then another thirty from the East Coast, as many airlines’ first class cabin configuration. So even
and flew them down to Buenos Aires for a family function. though the 300ER was four metres longer than the 200ER we
That flight came from an executive jet operator that that put in slightly less lie flat seats, which gave us the ability to
client used to fly its executive jet around the world. add some interesting additional fixtures. We also installed a
large sofa which can be converted to a comfortable bed in a
You have to remember that executive jets are great for taking discreet and screened-off area of the aircraft.
19 people on international flights. But if you want to take 60
to 100 people over long sectors, then you need us. Last year, with the 767-300ER we flew a Premiership team
down to Australia, leaving the UK on a Tuesday, with one
There are many instances where the CEO of a company for stop in Thailand, and they were back in the UK by Friday
example will want to host a wedding for his or her daughter, lunch time, having played a match in Australia. There is no
or there will be some company function that they want to way on earth you could do that on a commercial carrier.
have a significant number of people travel in all Business
Class. That is where we come in. That aircraft has really expanded our routes. We fly
frequently to South America from Europe. At the moment,
We have done weddings in India for HNWIs in Europe. we are contracted to fly from the USA into Moscow for
There are a whole range of possibilities there that would not the World Cup, which is a 12.5 to 13 hour flight. We also
come to us through our normal lines of business. regularly operate flights to Australia.

If we get approached directly by clients who have been A large number of the top UK Premiership teams have all
introduced to us by brokers we will always refer the client flown with us on a repeated basis. European teams fly with
back to the broker and say, we’d be delighted to respond, but us regularly and there are bands that fly with us regularly too.
please go via the broker. That is a point of honour with us. We fly American sports teams into Europe and the Far East.
So this is a very good business.
AH: So when did you dispose of the Silver-Jet 767?
GE: That aircraft was very successful for us, but in 2015, Every flight is different, which is what is so exciting for
our team. |BAM
as the business expanded and people wanted to carry more
people for longer distances, the flight limit of around 11
hours was proving a limitation.

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